Leading Animal Health Company
Aurochs deployed IC Calculation Engine & Reporting Tool for US
Situation
- Sales Incentive Calculation Engine & Field Reporting for a leading animal health organization:
- Deployed system with automated one-click processing
- Integrated data transformation through parameterized web-based interfaces for monthly calculations
a) Challenges faced by the clients’ sales operations team with their previous SPM solution:
- Significant manual touchpoints due to plan complexity
- Manual data collection and transformation from source systems
- Certain components not implemented due to complexity
- Lengthy processing timeline of 2 weeks with high stakeholder involvement
- Tedious change management process delaying rollout
- Offline management of payment approval process
- Tedious plan change process without access to analytics or plan modeling ecosystem
b) Objectives of reaching out to the organization:
- Automate calculation of sales incentives
- Enable in-house management without external consultants
- Deliver agility & responsiveness
- Pull data from internal sources automatically
- Provide flexibility for managing complex plan types and performance measures
- Easy-to-use platform for in-house management
- React and adapt for faster system rollout for ad-hoc plan changes
- Automatic data ingestion and transformation
- Support for various plan types and complex calculations
- Access to relevant functionality based on evolving business requirements
- Configure plan acknowledgment and multi-level payment approval workflows
- Deploy integrated sales incentive platform with quarterly change management support
- High levels of automation and repeatability to focus on business, not incentives systems.
Approach
- Aurochs team conducted a quick proof of concept for an early launch country.
- Subsequent conversations covered various aspects including roles, responsibilities, support, change management, timeline management, escalation matrix, SLAs, etc.
- After project signing, a methodical approach was taken to roll out systems for individual countries.
Incentive Platforms Rollout
- Data Manager automates collection, collation, sanitization, ingestion, and transformation of heterogeneous data sources with one-click functionality.
- Aurochs Incentive Manager configured for complex calculations (e.g., portfolio level qualifiers, multipliers) and eligibility management (e.g., new hire status, transfers, leaves).
- Parameterized web interfaces drive ongoing sales incentive calculations.
- Enabled one-click processing from data load to reporting.
- Configured easy-to-use interfaces for managing change parameters during ongoing operations.
- Plan change and financial impact modeling available for evaluating upcoming changes using historical data.
- Analytics and visualizations provided for assessing plan performance and effectiveness.
- Field Reporting Manager deployed for field incentive performance scorecards and detailed Admin calculation reports.
- Reports designed to be IPAD-friendly with what-if calculators.
Governance Structure
- Platform configuration and detailed User Acceptance Testing (UAT) conducted with the client.
- Weekly meetings scheduled to evaluate project direction and progress.
- Comprehensive dashboard designed for tracking implementation progress, discussing risks, and managing requested changes.
- Detailed Standard Operating Procedures (SOPs) created and shared to ensure seamless ongoing operations management.
- Monthly meetings scheduled to address queries related to monthly operations.
- Quarterly meetings scheduled to discuss upcoming plan changes.
Outcome
- Implementation completed within 3 weeks, with detailed UAT conducted before system rollout.
- Key performance outcomes:
- Total cost of ownership reduced by over 50%.
- Total processing time reduced to <15 minutes compared to hours previously.
- Key client personnel’s time involvement in operations decreased by over 80%.
- Salesforce engagement improved by granting access to monthly incentive progress reports and what-if calculators, leading to better performance outcomes.
- Change management time reduced by over 75%, with most changes deployed in less than a day.